Sales Development-Trade Marketing
POSITION OVERVIEW / JOB SCOPE & CORE DELIVERABLES
For modern distribution-national retailers and reporting to Sales Strategy and Planing Director, will be responsible of Hypermarket channel, working together with National Key Account Managers, and in close contact with Point of Sales and Marketing teams and others. Externally, direct contact with the Hypermarket customers (Carrefour, Auchan, El Corte Ingles…)
MISSION / AMBITION / RESPONSIBILITIES / – WHAT DOES SUCCESS LOOK LIKE?
LEAD THE SHIFT FROM BRAND TO CATEGORY APPROACH IN THE BU
* Deep understanding of market, customer and channel trends, issues/opportunities and competitor activity with on-going communication to the marketing & business unit stakeholders & partners to enable them to make the right strategical decisions and develop the right plans.
* Based on the understanding of the market, define the local category growth engines, ensuring that marketing strategy and action plans, as well as customers joint business plans are fueling those growth engines
* Build clear category growth stories to become a thought leader and engage customers, with the objective to reinforce our partnership with them
DEFINE COMMERCIAL DRIVERS BY CHANNEL
* Define clear guidelines for commercial drivers, for each category, channel and brand
* Assortment: identify the best performing portfolio, ideal assortment by channel & define the distribution target
* Shelving: define a shopper-based shelving strategy
* Define the primary and secondary placements guidelines & objectives by channel
* In close collaboration with the RGM manager, translate the pricing strategy into a Price Pack Architecture proposal and into a specific Promo strategy (promotion role & objectives, volume in deal, depth of discount, promo frequency, …) at brand and SKU level
* Those guidelines will be defined by channel, potentially at customer level, and monitored regularly, with the right KPI’s which will be tracked & monitored. The guidelines will be defined in close collaboration with brand teams and KAM.
TRADE FUND MANAGEMENT & BUSINESS SUFFICIENCY
* Co-own with brand team strategy & plans for best investment of in store A&P (brick & mortar & e retail)
* Key player of the demand review while proactively providing detailed understanding of Vol / Net Sales/ Spending by sales team and anticipation of risks & opportunities.
* Identify best practices and share with teams’ ways to amplify them
ORGANIZATION & STAKEHOLDERS (IN / OUT)
* Internally: Partners with Key Account, Field Sales & Consumer Marketing Teams as well as other functions: Global Teams, Finance, Supply and Quality
* Externally: Customers, Agencies
* Reporting to Sales Strategy and Planning Director
SALES & LEADERSHIP COMPETENCIES
* A capacity to strengthen the Sales Transformation by working transversally both with different departments (category, trade, marketing, sales) and the customers to propose strategic plans.
* A deep understanding of the environment in order to analyze categories and trade’s trends on a long-term perspective: changes in customers’ behaviors and needs, trends in merchandising habits, shoppers’ insights, new channels emergence.
* A Category Excellence to prove a deep knowledge and a long-term vision of each category, in order to develop cross-category strategies and relevant initiative planning.
* An ability to master data to evaluate category and trade strategies’ performance, through the implementation of relevant KPIs, and to propose key incentives to boost categories’ growth and commercial drivers’ efficiency.
* Embody the Bel Leadership competencies: drive and accelerate transformation, demonstrate agility, dare to innovate, unconditional collaboration, unleash & develop talents.
SKILLS & EXPERIENCE REQUIREMENTS
* Strong organizational skills with a demonstrated ability to manage multiple priorities
* Strong collaboration & communication/interpersonal skills with the ability to work effectively with both internal / external stakeholders
* Strong leadership skills, ability to make timely decisions and influence senior leaders
* Strong strategic analytical thinking, creative & innovative thinking, pro-active & can-do attitude
* Agility, ability to integrate change in a dynamic environment, be flexible & adapt to changing conditions and plans, ability to drive solutions that meet both brand requirements and local commercial realities
* In-depth understanding of sales performance metrics, commercial environment, financial acumen
* Being good with numbers is essential
* Proficiency in Microsoft Office applications, including Excel & Power point
* Fluent in English, both written and spoken
* Experience in dealing with Customers: trade stories, business review meetings, ad-hoc plans development, category projects, etc
LOCATION
Location: Madrid
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